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. SPOTLIGHT.

PERSPECTIVE

Portions of this comment have been reprinted from the AIL Labor Letter.

Focus on Being the Best

The New Year в a time to look at the future with optimism and
confidence, Therefore, you can imagine my reaction to a recent
stock market analysis issued by Morgan Stanley which urged
their clients to "look for the union label. . . and run the other
way or at least toward non-unionized players.” Morgan Stanley
isa fine company but their analysis about the viability and
profitability of union companies is completely off target.
American Income Life is one of the biggest union insurance
companies in a largely non-union industry. We see value in our
relationship with union families and support, in both word and.
deed, the goals of the union movement. These values were
introduced by our founder Bernard Rapoport and remain the
bedrock of our business philosophy.

Тойду, AIL has never been more profitable or a better
investment, Our status as а union company offers а high level
of credibility to investors

In addition, our field force donates tens of thousands of dollars.
every year to union causes and events. Look for a union picket
line or dispute and you are likely to find AIL helping ош.

Our Labor Advisory Board, a board which advises the company
оп union causes to support, and the insurance needs of union
families, is unique in American business and has become an
institution. The board, chaired by Communications Workers of.
America President Morton Bahr, is made up of outstanding
national and international union leaders, including AFL-CIO
President John Sweeney and Secretary-Treasurer Rich Trumka.
The board also sponsors the AIL Labor Letter. For 35 years, the
Labor Letter has become one of the most widely read
publications about the labor movement and issues concerning
today’s working men and women.
On behalf of the entire AIL family, 1 want to thank the union
leaders and families who have made

American Income through our
holding company, Torchmark, is
noted for providing investors with

our success possible, We know they
choice among insurance
companies, and they have chosen

the highest level of information FROM THE DESK OF AIL because of our shared values,
and transparency in business Roser Soh our commitment to provide the best
operations. Standard & Poor's duce Alas insurance product at the best value
recently cited AIL and Torchmark Marketing Officer of | ае our willingness to stand behind

as one of the six best companies in
the S&P 500 for financial
disclosures in our annual report,
the document most investors read.

And if those little tidbits don't

‘American Income Life

“Our status as a union company
offers a high level of credibility

it. We continuously search for ways
to improve how we do business and
a big part of our commitment is
dedicated to strengthening our
relationships throughout the labor

shout “union — yes," then take а
look at how we closed out 2002 —

to investors,"

movement. We know when union
milies prosper, our business and our

with a 33 percent sales growth
over the previous year, and 2001 was а record breaking year!
Have you still got your running shoes on? Good, because just
ask our top Individual Producer, Marlon Underwood, what kind
of success he has realized in 2002 (a record breaking $277,779 in
YTD Net ALP), and 1 guarantee once your chat is finished you
will be running toward this company, with no less than bells on!
Contrary to Morgan Stanley's assertion, AIL achieved these
incredible results as a 100 percent union company, from our.
headquarters in Waco, Texas to each and every field office.
American Income employees are proud members of Office and
Professional Employees (OPEIU) Local 277.

We have also gone the extra step encouraging our employees to
buy union products and services where available. The Home
Office practices what we preach by purchasing products and
services of other union companies when given the choice.

nation prospers as well.

As we look to the coming year, labor families can count on us to
be there in both good and difficult times. Making a difference is
what AIL is all about!

For more than 50 years, AIL has lived up to its commitment as a
union company. American Income is proof a company can be
unionized, make a profit for investors, treat employees well and
provide outstanding service to its customers.

So the next time somebody says “run the other way, union
companies are a bad investment and can't make money,”
introduce them to the Marlon Underwoods, Tim Cruises, Rona
Spanos, Darrell Doreys, Paul Rumbucs or Eric Gigliones and
watch how fast they change directions.

Focus on being the best and you might just find that you get
what you need — $100 million in 2003.

SPOTLIGHT JANUARY 2003 & WWWAILIFECOM

EDITOR’S PAGE

Dates to Remember
Wednesday, Feb. 26, 2003
All busines and PR. credits must be received in Waco
to count for February production.
Thursday, March 27, 2003
AI business and PR. credits must be received in Waco
to count for March production.
Monday, April 28, 2003
АП business and PR. credits must be received in Waco
то count for April production.
Wednesday, May 28, 2003
АП business and PR. credits must be received in Waco
to count for May production.

‘Thursday, June 12 to Sunday, June 15, 2003

American Income Life's annual convention in Orlando, Florida at

the Walt Disney* World Swan and Dolphin Hotel.

Milestones
$200,000 In Force
The following Agents have $200,000 of in-force premium:
Marlon Underwood

Look For The Asterisk

The asterisks, shown throughout the magazine, indicate that
place will be a year-to-date award winner. The Producers, who
will be recognized at the 2003 Disney* Awards Presentation, are
as follows: the top SGA from each category, the top сма PR,
Managers and the top three Representatives from each category,
the top five MGAs, the top SA, the top five GAs and the top
ten Individual Producers. Check your production! If there is an
asterisk by your position, you could be on your way to Disney”!
The convention will be held June 12-15, 2003.

Founder's Club Outstanding Producers |
Fourth Quarter
Times Toll Spatiignt
би NotALP ңб. — Relenlion
“Jennifer Baron Tom Wiliams 1 $58,888 794 Published monthly by
‘im Bianchi Duthon Oldham | з 62,616 rr АЗА Тобой Lis
Mark Bleier Gary Beier 8 40467 928 ТЕСЕ m
Lance Brown Cohen-Hartman | з 80456 906 ocihediketsation
Bulbinder Hayer | Rick Attig 2 57,176 81.0 ТИКА Б
Hal Herman Durhon Oldham | 1 43228 838 АА
Russell Morris Mare Zipper 1 62,956, 704 must be obtained prior
Scott Remmey Eric Giglione 6 41163 821 to reproduction
deffry Robinson | Scott Smith 1 39076 766 or other we of
George Sturge Ramin Комбі | 1 44,485, 81.8 каа ыра.
Eric Tttobene Jatt Foti 1 46,439 755
Robert Ulrech Duhon Oldham | 2 42,946, 750
Akarim Wal Rick Aig 2 52,160 755
Matthew Wolfanger | Durhon Oldham | — 2 55,948 800
"Parens oT Wot Gross MARKETING
' зк
Founder's Club Outstanding PR. Representatives ла Р
а О Маайа
—— бола imr
Times. Number of Le Cin
Qualified Cards/Groups койос аз
Kenneth Atzer — | Marc Morton 5 51 Groups
Becky Cutler Bill Jennings 8 45Gr0ups
Darrell Dorey Ramin Kouladj 4 59Groups СТ
Vivian Dwyer Ai Shahrak 1 39Groups
ET Joshua Chalom 5 15,127 Cards
Required Retention Rate

Effective Jan. 1, 2003, to be eligible for bonuses and featured in Spotlight, top Producers must meet the required Retention rate, or

the minimum Net to Gross ratio*.

Retention: 67 percent
Net to Gross: 78 percent
+ Nec Ов в oly е daring the acer ба см monhe

SPOTLIGHT JANUARY 2003 » WWW.AILIFECOM

QUALIFICATIONS

2004 Convention Qualifications

Career Agents
A 50 percent and 52.5 percent Career Agent must write $78,000 of Net ALP as of Dec. 31, 2003, and a 57.5 percent and 62.5
percent Career Agent must write $84,000 of Net ALP as of Dec. 31, 2003.
For Career Agents contracted less than one year, this amount will be prorated based on number of months contracted after
the ninth month. Minimum Net ALP which will be required, regardless of the number of months of service, is $58,500, if
contracted after Feb. 28, 2003. If a Career Agent has been contracted ten months, $65,000 of Net ALP will be required; 11
months $71,500 of Net ALP will be required. If you were contracted before Jan.1, 2003, $78,000 of Net ALP will be required.
‘See Net to Gross and Retention requirements outlined below.
pervising Age
A Supervising Agent must write $78,000 of personal Net ALP as of Dec. 31, 2003.
See Net to Gross and Retention requirements outlined below.

General Agents
А General Agent can qualify for convention through individual production by writing $84,000 of personal Net ALP as of Dec.
31, 2003.
Have $132,000 of First Year Agent Net ALP. General Agents must have at least two active First Year Agents as of Dec. 31,
2003 in order to qualify on First Year Agent production.
See Net to Gross and Retention requirements outlined below.

Master General Agents — Agency Production

Have $264,000 of First Year Agent Net ALP. Master General Agents must have at least four active First Year Agents as of
Dec. 31, 2003 in order to qualify on First Year Agent production.
MGAs cannot qualify for convention on individual production. Master General Agents must qualify on First Year Agent
production requirements.
See Net to Gross and Retention requirements outlined below.

Must meet minimum qualifications for YTD First Year Agent production by Dec. 31, 2003. SGAs cannot quality for convention
оп individual production,
See Net to Gross and Retention requirements outlined below.
Only qualifying State General Agents will be invited to attend the convention.

Public Relations Representatives
Must obtain 16,800 lead cards, or 74 endorsed groups (REWs, NEWS, ORIS — IGs, PGs, and TGs). For a group to count
toward qualification, the group must have a 50 member minimum and a three percent return with a minimum of 10 cards. AI
ORIs (group credits — not cards) will count as double credit.
PA. Reps can qualify under only one method. For example, Р.Н. Reps will not receive a double qualification by signing 74
Groups, and acquiring 16,800 lead cards.

P.R. Managers must obtain 50,400 cards and must have at least two
to qualify.

РВ. Reps coded as of Dec. 31, 2003 in order

Net to Gross and Retention Requirements
Qualifiers must have 78 percent Net to Gross, or a 67 percent Retention Rate. Net to Gross will only be used through the
eighth month. After eight months the 67 percent Retention Rate will be required.
The Net to Gross and Retention Rates as shown in the qualifies December 2003 APP report will be used to determine
their qualification.
Year-To-Date Award Winners must also have 78 percent Net to Gross, or а 67 percent Retention Rate to receive recognition.

SPOTLIGHT JANUARY 2008 = WWW.AILIFECOM

Promoted To
Richard Austin

‘Shashi Parin
South Carolina

John Chamblee
Wittenbsch Ostrovsky
Mississippi

Jonathan Finkel

New Jersey
Thomas Mongan
Larry Geneser
Missouri
Adrienne Ross
Steve Friedlander
New Zealand
Robert Wagers

Jack Collins
‘John Akers
Nebraska

Jay Flowers
Fick anig
Tennessee
Thomas Hanson.

Katheryn Мә
Larry Geneser
Missouri

Brian Schreiter
Nicholas боя)
Louisiana

Robert Washburn
Ali лак.
Virginia

PROMOTIONS

Promoted To Master General Agent

Kevin Appasamy
Rick anig
‘Saskatchewan
Byron Fletcher

Kouassi Appiah

веки;

British Columbia

Laurie Gruber
Manone

Hashim Ayyaril Kenton Blandford
Guy Rouse Ramin Kola
Vermont Newtounland
Jason Crain June Duval
КТ улмак
тоза Virginia
Terri Foote Alec Friedman
Marcos Adams Wins.
Fora
John Hard Robert Hunt
Vic Hancock Ramin Кошой
таша New Brunswick
Ann Lindberg Jered Liske
Rick Ati Min Basov
Manitoba Texas
Jeffrey Morse Christy Packer
сена Adams исе Adams
ah [^
Rick Slan Suzanne Stenger
Bil Jennings Ee сое
Colorado New Jersey
Alice Wong Jefferson Yupitun
Fk Mig Fick Aig
British Columbia вни Columbia
Michael Kolasa Anna Nelson
at Bnet ober Paterson
Maryana Nw tesco
Michael Virgin Douglas Zigby
Mare Morton Joshua Chalom
Ohio po
Paul Deasant. Patrick Duray
Ramin Kouadi Rick Aig
Jim Marana James March
Ontario Teuas
Ryan Stenglein Chris Stephens
Rick anig Jato at

SPOTLIGHT JANUARY 203 в WWWAILIFECOM

Edward Bobalek

Fick Mansfield

Maine

Mervyn Бе

ick Ag

British Columbia

Michael Graham
Goneser

Joshua Isle
lek Aig

Tennessee
Randy Mandell
Bil Jennings
Colorado

Philip Prata
Eric Giglone
New Jersey

Jesus Tyler

Al Shavak
Virginia

Erik Pagtakhan
stot ot
Catonia

Gregory Борт
Joseph Manone
Wisconsin

Joshua Robinson

William Taylor

Joseph tanone
Wisconsin

Cal Bogert
Larry Geneser
Missouri

Evan Filipek
omes биле Ў.
оно

Chris Gursche
Fick Aig

Bish Columbia
Todd Johnston
Ramin Коцев
Nova Scotia
Barclay Moran
Flick Ag
Avona

Alan Riedel
David Zophin
Connecticut

John Vukusich.

Vind Basov
Tox

Shannon Richardson
GenesorBitman
Minois

Bret Fels
Erle Neal

Texas

Frank Rosello

Vid Basov

Tes

Jean-Francois Vezina
Rick tig

Quebec

. INDIVIDUAL PRODUCERS

Rochester, NY

Jacksonville, FL

Altamonte Springs, FL

9, Timothy Cruse
Woodridge, IL act

SPOTLIGHT JANUARY 2003 =

2, Jim Bianchi
Rochester, NY

4, Stefan Reynolds
Auckland, NZ

Burnaby, BC

Woodridge, IL.

10. Kelly McDonald.
Concord, CA

WWWAILIFECOM

INDIVIDUAL PRODUCERS

All Time Record to Beat

este [um me ur] посете ашо
Marlon Underwood $51,235 | 2002

1. ‘Marlon Underwood Scott Smith
2. Jim Bianchi Paul Rumbue Durhon Oldham
3. Matthew Wolfanger Paul Rumbuc Durhon Oldham
4. Stefan Reynolds Lawrence Hauck. Steve Friedlander
5. James Dattilo James Dattilo Marc Zipper
6. Bulbinder Hayer Bulbinder Hayer Rick Altig y
7. Russell Morris Marc Zipper ^
8. Allan Gilbert Brian Waller Scott Smith
9. Timothy Cruise Eric Nichols. Scott Smith

110. Kelly McDonald КОЛ

11. Kobie Samuels Steven Jakubozak Scott Smith

12. Samuel Christmas Chris Hernandez Scott Smith

13. Jennifer Baron William Cook. Tom Williams

14. Robert Terborg Melinda-Rae Lyse Rick Alli

15. Gregory Shaughnessy Peter Novellino Rick Allig

16. John Huber. John Huber Eric Giglione

17. Carlos Bastardo Marlon Underwood Scott Smith

18. Nanda Duraisami Bulbinder Hayer Rick Allig

19. Glen Sylvester Brenda Carson Tyrone Conard

20. Eddie Norman Eddie Norman Scott Smith

21. Jose Sanchez David Wang Scott Smith

22. John DeRosier John DeRosier Williams-Williams.

23. Hugo Rust Stove Foti Jatoft-Foti

24. David Tubbin David Tubbin Rick Altig

25. Leslie Benson Wendell Bangs Rick Altig

26. Mario Trejo Lee Conti David Cohen

27. Curt Snow Gloria Sanchez Jatoft-Foti

28. Al-Karim Wali Melinda-Rae Lyse Rick Altig

29. Gaurang Pandya Margaret Harrison Joshua Chalom

30. Paul Kress Mindy Guisewite Matt Blumert

31. Catherine Clarke Roger Geering Steve Friedlander

32, Eunice Wallace Steve Friedlander

33. Mary Ann Gaelic Lawrence Hauck Steve Friedlander

34. Kent Booze Ronald VanWoesik Май Basov

35. Ruben Soberanes Doreen Ryan-Foti Jatoft-Foti

36, Lee Conti Lee Conti David Cohen

37. Cal Bogert Patrick Shehan Larry Geneser

38. Kim Wilhelm Steven Lee Rick Altig

39, Francisco Perez Jeffrey Dinocento Eric Giglione

40. David Wang David Wang Scott Smith

41. Eric Tuttobene Раш Rumbuc. Durhon Oldham

42. Lester Denley Wittenbach-Ostrovsky

43. Wai-Ming Wong Lee Conti David Cohen

44. Alfred O'Connor Steven Greer Durhon Oldham

45. Eric Topper Ali Shahrak

46. David Galbreath Lawrence Hauck Steve Friedlander

47. Frederick Hadayia Steven Greer Durhon Oldham

48. Dana Spohn David Tubbin Rick Altig

49. Christopher Pappas Brian Waller Scott Smith

. Kenneth Madden Doreen Ryan-Foti Jatoft-Foti

= Percentage of Netto Gross
SPOTLIGHT JANUARY 2003 т WWWAILIFECOM 7

INDIVIDUAL PRODUCERS COMMUNITY INVOLVEMENT

All Time Record to Beat

vrn quatitiers

L. mm TE a [nc | nm | — mcn | за]

MONETARY DONATIONS

Marion Underwood — | $277,779 Marlon Underwood Scott Smith American Income Life & National Income Life latoft-Foti Agency
г Timothy Cruise 251,697 Eric Nichols Scott Smith * Donated $1,000 to the Arthritis Foundation for their * Gave $125 to the Building Trades annual holiday party
j. James Пано 184,315 James Dattilo Marc Zipper annual John E. Lawe Labor Leaders’ Award Buffet, © Contributed $100 to the Local 1237 Christmas party.
ir Bae 1256 Раш Rumbuc Daron бшм • Contributed $1,000 o the Ош Brothers Keeper © Gave $100 to the Coalition of Organized Labor.
. Lance Brown ohen-Hartman 'oundation, Inc
^ : * Donated $216.49 to the Sacramento Modesto IBT
, Минен Waktangar Т Peal Ramine: Oain sare © Donated $5,000 to the Labor Heritage Society's Spirit of Retiree's party. NT
Ruben Soberanes 157,146 Doreen Ryan-Foti Satott-Fott Solidarity Monument Campaign (see picture below). ТЕТ P
Kelly McDonald 154,410 Jatoft-Foti x : • Gave $100 to the Glaziers Local 767 annual potluck.
. David Wang 154,206 David Wang Scott Smith * Gave $5,000 to the Retail, Wholesale and Deparment Gave $240 to the Northern California Carpenters
0. Al-Karim Walji 147,151 Melinda-Rae Lyse Rick Altig tore Union for the Jewish Labor Committee: Regional Council.
‚ Jennifer Baron 146,331 William Соок Tom Williams © Contributed $500 to the Newfoundland & Labrador © Contributed $15 to the Teamster Retiree Club of Santa
Russell Morris 141,199 Marc Zipper Association of Public & Private Employees. AS
Joey Kennedy 137,539 Rick Attig © Gave $1,000 to the Americans for Democratic Action Me 1
. John Rice. 137,222 Doreen Ryan-Foti Jatoft-Foti оа Оо hela Tem Williams Agency "—À
3 . T " А © Donate to the Palm Beach Chaper of the Florida
мү {е ane Lb ele ‘© Contributed $1,000 to the Corpus Christi Chapter of Credit Union League.
Mark Bleler 122825 Gary Bleier LCLAA Paul Montemayor scholarship fund, Total
Alex Roland 119,923 Alex Roland Chris Lafond otal $19,896.49
. Raymond Lau 118,506 Roger Fung Rick Altig $19,
Camy Smith 118419 Israel Pena Tom Wiliams
Ramin Maghsoud 118,319 Vlad Basov
. Scott Remmey 116,698 Stephen Liberto Eric Giglione. OTHER DONATIONS
. Douglas Bauknecht 115821 Rick Altig | . | .
Keith Zabrocki 114,181 Keith Zabrocki Marc Morton American Income Life «© Participated in the Central Labor Council Distinguished
Anita St. Arnaud 113945 Christine Hartman Cohen-Hartman. * Recently became recognized as a long standing Service Awards Dinner by purchasing an ad in the.
Julie Wells 110761 Nickolay Gusev Vlad Basov supporter of Project VOTE dinner program.
Francisco Perez 110610 Jeffrey Dinocento Eric Giglione
. Robert Ulreich 108,857 Roger Johnson datoft-Foti
. Eric Tuttobene 107,994 Paul Rumbuc Durhon Oldham
Eric Guinn 107,837 Derek Hartley Ali Shahrak
. David Mah 107,804 Roger Fung Rick Altig
Scott Kangas 107478 Wendell Bangs Rick АШ
. Joseph Schofield 106,517 David Hausman Eric Giglione
j. James Schnelder 105,370 Michael Knapick Scott Smith The picture to the left
. Clay-Nghia Nguyen 104812 Ronald VanWoesik Viad Basov shows Pater Nielsen, a P.R.

j. Douglas Zigby 104,338
'. Joshua Robinson 104,192

Joshua Chalom
Geneser-Bitman

Representative in

Michigan, presenting a

Joshua Robinson

. Samuel Cohen 104,157 Robert Delesky Eric Giglione $5,000 check to Jay Egan,
. Innocent Okeke 103,867 Innocent Okeke Matt Blumert. President of the Labor
. Rajeev Arora 103,307 Rajeev Arora Rick Altig Heritage Society of West
. Patrick Parisi 103,075 Lisa D'Amico Michigan and President of
. Gary Ponting 102,544 Anthony Zuppe. James Surace CWA Local 4034, for the
. Andrew Fike 102,381 ‘Andrew Fike Williams-Williams. Spirit of Solidarity.
. David Jackson 102,084 Tom Williams Monument Campaign.
. Carl Boldon 101,669 Kevin Khadivian Scott Smith This monument is being
j. DeMario Cooper. 101,654 DeMario Cooper Geneser-Bitman erected to honor the 1911
'. Chris Hernandez 101,416 Chris Hernandez Scott Smith Furniture Workers Strike.
. Benjamin Mancillas 101,197 Danny VanHouten Joseph Manone

Jinzhou Zhao 101,077 Rob Hay Rick Altig.

Richard Rutt

Percentage of Net to Gross
8 SPOTLIGHT JANUARY 2003 ш WWW.AILIFECOM SPOTLIGHT JANUARY 2003 в WWWALLIFECOM

Allen Green 100,724

JALIFIER
Marion Underwood
sim Bianchi
Matthew Woltanger
Russel Morris
Bubinder Hayer
Timothy Cruise
dames Danio
Jennifer Baron
John Huber
Rober Terborg
Jose Sanchez
Hugo Aust
Kaly McDonaid
Losie Benson

Акан Wal
Stelan Reynolds
Ruben Soberanos
David Tubbin

Еіс Tuobene.
dle Norman.
John ойо
Francisco Poraz
Alan Gibert
‘Woking Wong
Harpreet Gural
Craig Nugara
David Wang
Коро Samuel
Lance Brown
Joseph Ricci
Mark Bier
Rajeow Arora
Robert Ureich
Samuel Crstnas.
Scot Rommay
Paul Hardy
‘Amol acovieto
Scot Kangas
David Thorton
Konnolh Maddon
Maria Balajaro
Earle Haris
Gregory Shaughnessy
Carlos Bastardo
Nanda Омавапі
satay Robinson
Glen Sylvester
Bran Moore
Meneluo Perakis
Todd Faulkner
Ramin Maghsoud
Roland Parker
Gary Selesky
Cherie Waipouri
Ated Brenner
Ted бонд
Ме Aprahamian
Cun Snow

Мас Zipper
Ton Wiliams
Erie Gigione
Fick atig

Scot Sih
КЛ
КО

Rick Alig

David Cohan
David Cohen
Rick Mig

Fick Mig
Stove Friodlander
att Foti

Flick Aig
‘Duhon Oldham
Scot Smith
ilans-Wilans.
Ere Giglone
Scot Smith
David Cohen
Fick Aig

Rick Aig

Soot Smith
Scot Smith
Cohen Harman
Enc Gigione
Gary Beier
Rk Aig

aot Ft
Scot Smith
Ete Gigione
Fick Aig

Ton Wiliams
Rick At

David Cohen
Jato ot

Fick Aig

Ton Wilams.
Fick Aig

Scot Sit
Fick Alig

Scot Smith
Tyrone Conard
Lary Geneser
Scot Smith

AI Shahrak
Vlad Basov
Ton Wiliams
Sot Smith
Stevo Friedlander
dato Fat

Bil Jennings
Joseph Manone
ato Fat

$8,700.96
$5,148.15
$6,000.65
$3,697.78
$3,518.00
Sus
5530032
5910079
3308546
5307728
$2,982.58
9205260
$2,991.21
$2,758.46
52.67969
52.64234
52.63940
5269976
$2,008.43
$2,516.19
5249647
9243881

RETENTION BONUS

‘QUALIFIER
Patrick Parisi
John McGrath
Andre Abramovich
Robert Russo
Maia Pruit
Gaurang Pandya
Paul Kress
Catherine Сайе
Eunice Wallace
Mary Ann Gaele
Kent Booze

Alan Buck Luymes
Cal Bogert
ezhou Zhao
Steven Polederos
David Jennings
Lester белеу
Alted O'Connor
Ай Canar
David Galoreath

$1,042.75
51008
$1,828.53
5182871
1,800.82
5177857
S172541
3172279
3170892
3170237
1,695 04
5168273
5168022
GEESI
зт

эу Kennedy
James антта
Dannis Pochon
Joseph Larsen
Dare Muszyna
Benjamin Mancitas
Зирип Ross
Marcus Вала
‘Thomas Тон!
Proet Sanga!
London Burt
Lary Malt
Christopher Pappas
Joh Fafey
Todóonco Balay
Nox Rond

John Baloun

Devin Hes

Chartes Раск
Lisa Donoghue
John Hard

‘im Reo

SPOTLIGHT JANUARY 2003 & WWWAILIFE COM

Lisa D'Amico $1,051.62
Fick Alig 51483135
Fick Alig $1,623.56
Fick Alig $1,620.17
Hurst Корр 3181801
Josh Chalom $1,618.45
Matt Bumert БЕШ
Steve Fiedander $1,606.50
StveFiedander 5150164
Stove Fredander $1,503.84
ad Basov $1,592.07
Fick Alig $1,501.57
Lany Geneser — 5158427
Pick Aig 5157821
David Zophin 514973
Duhon Oldham 5152650
\Wiienbach Ostrovshy $1,514.28
DufenOham 5149733
David Cohen $1496 68
‘Steve Friedlander $1,465.11
Duhon Oldham $1,460.04
Fick Aig $1,486.98
David Cohan 51.45505
Civis Lafond $1,396.99
ick Alig 51,306.88
Ere Giglone $1,394.06
James Surace 5198831
Aig Maryn 512805
Mia Jonos 5137651
Joseph Manone 5137559
Rick Aig $137555
Giglone-Bister 5130841
DuhonOkham $1,385.45
Josh Chalom $1,980.45
amas Surace 5126926
David Zophin Er]
Scot Smith EET
ick Aig $1,340.35
Rehard Rut $134028
Chris Lafond $1,900.18
ick Aig 912025
Rick Alig $133485
David Cohen 3122553
Pick lg EE
Pick Alig БЕЛ
Май Basov $1,008.52
GenserBiman $1,297.68
GenserBiman 5125585
Steve Fiedander 51:20533
Vie Hancock жал
Lamy Geneser $1,286.52
Kevin Pawlowski $1,266.86
Flick Alig $1,284.20
WiiamsWiiams $1,281.31
GeneserBiman $1280.00
Ei Gigione 3125798
Ete Gigione 3125793
Rick Alig 3124057
Duthen Офат 51.4577
David Zophin 5124374
‘Shashi Parekh 5124182

PESGI
3122017
БЕТ
БЕТ
3122753
БЕД
$1289
su
3122139
3122137
БЕЛД
312185

9115717
9115509
5119467
5115280
5118260
БЕТ
$143.42
$1,14210
$1,140.18
E
БЕТ
5173855
119135
suas
31.1195
sinet
$1,000.72
$1,083.04
БЕЗ
3197635
3106741
БО
5102785
БЕТ
5101839
БЕТ
3101630
3101397
$1008.57
БЕТ
510050

RETENTION BONUS

‘QUALIFIER AGENCY

383857 lan MeKeen Ato Maryn
83876 ThomesHanson Lany Genser
381518 Theodore ack — LanyGenwer
$822.84 Cola Quesin Rick Alig
SEIT Baray MacDonaid Rick bg
36:957 Tavis Vandebergho Fick ig
$629.37 Brian Moore Dutton Odhan.
580852 Pine Wost Sie Fiedandor.
552820 DavdForway Fick ig
382355 John Chamblee Witenbach-Ostrovsky\
$621.12 — han Phugn Fick Alig
$621.09 Joseph Amech Ert Gigione
$61665 Gea Luts Erc Gigione
SEM Toray Jewett Guy Roveto
50479 Julo Baron Steve Fredander
ШИ Fick Alig
юы Bary Garlex Бібо
зва DusinVenskamp Pick Allg
зво Stn Minoo Dutton Ogham
‘80788 Joseph Raab ке gione
‘80708 Bums Berson Scot Smith
39027 Blane Hickey КОЛ
0567 Rebecca Park о Friedlander
$880 Edward Coben Mke Jonos
00156 Kalvin Zalaya David Cohen

Мага Маап DufonOdham 3890072 Terarce Hams Ere Gigiono

Demis Thomas Еле Оде $50082 јеми Tyler КЕЛ)

Holy Rebsom ck Alig sonas Kemeth Bel Nick Монай

Sydney Nes. К 5878 JefieyAvens — Duon Oldham

Обоз Siwan David Cohen $80547 Russel Lowery

маво Aane David Cohen $8852 Samana Larson

Pip Pata Ete бодо $88818 Ма lordachoseu Shashi Parakh

Christina Colins John Airs 59160 Brandon Niohaus Lary Genoser

Kim Maney JemesSuace 359097 Sarsi Wight Vie Hancock

Anthony Rhone Shashi Parekh $98014 BlancaLebon to Fat

eit Comwel Мак Нако 558878 Jefe Paterson Акпа

andy Cen GereserBiman 558806 Konnat Whatsone — Cohen-Hariman

“Tomas Yoong BE Jennings $8875? Cheana Cowad Hurst kopp

Lawenca Coyor A Shahak $587.81 Brodo Kristenson АХА

Brandsen Grade Piek Atg $5871 Boy Dish Erc Gglome

[or Pick Alig $58647 Sean Broomel AI Shahrak EI

dn Sith ‘Shashi Porokh 88640 usin Обито Vad Basov ET

Poter Gotoh Ва Jennings КЧ

Зен Docker РАМ эюм

Зола Sunatossen Fk Atg E

Usa Eaves Fick lig $567.10 jonus Paid Out

Kevn Hanes Rain Kovac 354654 $404,007.49

Pater has pr

James Baloy GorasorBinan $467.91

Corey Freson Rick Alig sus

Frank dl Fick Aig saraa

наа Canter Piek Atg sasa

Paul Vojak Aig Marya seran

Joseph Zanes Ес $266.00

Опа барай Kevin Pawowski $361.08

Ponad Unied Vie Hancock КТ

Wiliam Beha Rk lig $5778

repay Wozniak Ciglone Breer $357.15

ick Son BU Jennings E

ainda Haris Soot Smith sm

Massa Уот WitenbachOsroeky $351.78

SPOTLIGHTJANUARY 2003 а WWWAILIFECOM

SUPERVISING AGENTS

. Dustin Raaum

. Richard Spicer

. Tracy McNallan
Deborah Simpson
Natascia Wilson

3. Tracy McNallan
Crystal, MN

Record to E

—— All Time R
Month: $43,409 1st Yr, Gino Tamzif Month: $50,606 Net ALP Chad Roehrs

Wesley Bangs
Steven Lee
‘Wendell Bangs
Marlon Underwood

Rick Altig
Altig-Martyn.

Rick Altig

Scott Smith
Wittenbach-Ostrovsky

‚ Tracy McNallan $109,571
. Susan Schweitzer 103,270

.. Dustin Raaum 87,041
. Eric Topper 72,268

YTD: $142,726 1st Yr. Vladimir Opra YTD: $237,992 Net ALP Viadimir Opra
г -
АР j

$165,189 Wendell Bangs
183,596 Wendell Bangs | Rick Attig
136,545 Wesley Bangs | Rick Attig
117,756 Ali Shahrak

Rick Altig

. Todd Faulkner 68,219

116,149 Ali Shahrak.

Supervising Agent selection guidelines for recognitior

n in the Spotlight are as follows: Must have one First Year Agent coded and meet all production requirements.

SPOTLIGHT JANUARY20DS а WWW.AILIFECOM

GENERAL AGENTS

g Edison, NJ Q Edison, NJ
g Burnaby, BC 3 Ridgeland, MS 6. Woodridge, IL
M

Month: $102,403 tst Yr Eric Neal

Month: $111,262 Net ALP Eric Neal

Eric Giglione
Erie Giglione
Rick Allig

Marc Rosen
Jeff Dinocento
Bulbinder Hayer

2. Francisco Perez 50,549
3. Denise Bateman 43,478
4, Samuel James 35,934 Wittenbach-Ostrovsky
5. Kevin Leonard 31,404 Marlon Underwood | Scott Smith

6. Denise Gilbert 27,574 Brian Waller Scott Smith

7. Jim Bianchi 26,838 Paul Rumbuc Durhon Oldham

8. Maurice Davies. 25,007 Gregory Partee Steve Friedlander

9, Karen MoGlenaghan] 24525 Volodymyr Derewany} Rick Altig
10. Hal Herman 23,442 Paul Rumbuc Durhon Oldham

YTD: $489,120 tst Yr. Eric Neal YTD: $864,620 Net ALP

Wittenbach-Ostrovsky.
Durhon Oldham
Eric Giglione

$397,102
* 2. Jim Bianchi 428,022
* 3. Francisco Perez 370,194

Paul Rumbuc.
Jeffrey Dinocento.

"4. Denise Gilbert. 275,709 Brian Waller Scott Smith
*5. Jeffrey Ravnitzky 244075 Israel Pena Tom Williams
6. Hal Herman 280,402 Paul Rumbuc Durhon Oldham.
7. Dorian Oldham 246,334 Paul Rumbuc Durhon Oldham
8. Carey Thompson 165,509 216,627 Gregory Partee Vie Hancock
9. James Boucher 159,009 239,980 William Cook Tom Williams
10. Gregory Jeffers 156,302 228,048 David Hausman _ | Eric Giglione.

Genera Agent selection guidelines for recognition nthe Броун are as Ойон: Must have two First Year Agents coded and meet al production requirements

SPOTLIGHT JANUARY 2003 = WWW.AILIFE.COM 13

MASTER GENERAL AGENTS

December Production

Month: $190,653 tst Yr Slav Bitman

All Time Record to Beat
Month: $236,811 Net ALP Ed Orell

Rochester, NY Rochester, NY

$
wes ew

Edison, NJ Edison, NJ

5, Brian Waller
Woodridge, IL

London, ON

1, Marc Rosen

Edison, NJ (Crystal, ММ

9, Roger Geering
Auckland, NZ Auckland, NZ

Name

1. Paul Rumbuc $123,086
2. Steven Greer 78,829
3. Jeffrey Dinocento 77,156
4. David Hausman 76,131
5. Brian Waller. 75912
6. Steven Lee. 71,092
7. Mare Rosen 70,965
8. Wesley Bangs 67,742
9. Roger Geering 66,810
10. Lawrence Hauck 66273
11. Gregory Partee 65,792
12. Leslie Taylor 58612
18. Melanie Cohen 58,544
14. Joshua Robinson 54,710
15. Marlon Underwood 50,694
16. Jason Danielson 50,593
17. Patrick Shehan 45,362
18. Jonathan Saluk 40,804.

36,651

35792

Net ALP

80.9
815
687
68.6
643
759
717
702
69.5
692
703
752
676
657
664
769
671

797
143
745

Ast Yr.

Durhon Oldham
Durhon Oldham
Eric Giglione

Eric Giglione.
Scott Smith

Rick Altig X
Eric Giglione.
Rick Altig

Stove Friedlander
Steve Friedlander
Vic Hancock
Geneser-Bitman
Giglione-Brister
Geneser-Bitman
Scott Smith

Rick Altig

Larry Geneser
Richard Rutt
Scott Smith
Scott Smith

27,959 Net ALP Paul Rumbuc

. Paul Rumbuc

j. David riye

‚ William Соок
. Steven Greer

. Jeffrey Dinocento
. David Hausman
. Wendell Bangs

j. John McCreary

551,267

|. Robert Delesky 541,158
j. Christine Hartman 537,346
j. Vito Pecoraro 512,315
. Theodore Pappas 507,529
. Brian Traboulay 503229
l Brandon Geneser 501,144
Brian Waller 480,404

1,522,546
1,307,333
982,121
695,458
661,473
714,298
649,871
755,329
796,840
816,456
737,836
1,083,076
591,301
1,001,570
660,568
552,099
602,294
674,501
531,983

$2,127,959

‘SGA

Durhon Oldham
Eric Giglione
Eric Giglione.
Rick Altig
David Cohen
Furer-Whittinghll
Tom Willams
Durhon Oldham
David Cohen.
Scott Smith

Vic Hancock.
Rick Altig
Jatoft-Foti

Eric Giglione
Cohen-Hartman
Eric Giglione
Richard Rutt
Rick Altig

Larry Geneser
Scott Smith

Master General Agent selection guidelines for recognition in the Spotlight are as follows: Must have four First Year Agents coded and meet ай production requirements.

SPOTLIGHT JANUARY 2003 ш WWWAILIFE.COM

SPOTLIGHT JANUARY 2003 & WWW.AILIFECOM

Раш Rumbuc
$10,825.55
Lawrence Hauck
$8,789.29

Steven Greer
$7,946.20

Leslie Taylor
$7,452.32

Steven Lee
$6,339.13

Brian Waller
$6,010.49
Wesley Bangs
$5,971.31

Jason Danielson
$5,529.54

Jeffrey Dinocento
$5,159.81

Marc Rosen
$4,462.79

Steven Ratliff
$3,791.39
Gregory Partee
$3,681.97
DeMario Cooper
$3,589.32

Roger Geering
$3,522.32

Steven Jakubczak
$3,286.44
Joshua Robinson
$3,030.69

MANAGEMENT BONUS

Monthly Management Bonus
65 Percent and 70 Percent MGA Contracts
57.5 Percent GAs Coded Under MGA

December Bonus Qualifiers

Pat Shehan
$2,952.52

Derek Hartley
$2,916.66

David Iriye
$2,752.49

David Hausman
$2,666.55

Lee Conti
$2,655.60

Vito Pecoraro
$2,583.48

Jay Mullins
$2,442.18

Bill Cook
$2,194.41
Jonathan Saluk
$2,053.11

Chris Hernandez
$1,863.65

Eric Nichols
$1,862.52
Wendell Bangs
$1,805.57
Theodore Pappas
$1,787.04
Robert Delesky
$1,738.36
Marlon Underwood
$1,727.60

Bill Hayer
$1,725.79

Ron Howell
$1,596.78

James Beck
$1,571.03

Roger Fung
$1,401.91

Byron Fletcher
$1,243.66

Denise Bateman
$1,147.94
Brandon Geneser
$1,125.52

Sidney Hodgskiss
$1,094.22
Francisco Perez
$1,080.44

David Melcher
$1,075.64

Dan Phillips
$1,069.06

John McGrath
$1,066.34

Denise Gilbert
$1,022.29
Margaret Harrison
$1,009.04
Shamshinder Sidhu
$888.32

Kevin Thornburg
$801.93

Carey Thompson
$751.65

Total $153,849.30

Anthony Walthour
$640.63

Tomas Thundiyil
$62121

Jim Bianchi
$580.57

Kevin Leonard
$575.86

Dorian Oldham
$569.38

Michael Pellicciotta
$558.72

Bruce Davis.
$436.54

Hal Herman.
$43324

Denard Cooper
$41931

Scott Georger
$380.06.

Gary Selesky
$360.20

lan Flynn.
$336.34

Kevin Mendizabal
$329.77

Tracey Johnston
$324.05

Michael Czopek
$322.17

Maurice Davies
$316.35

SPOTLIGHT JANUARY 2003 w WWW.AILIFECOM

Jason Schlomann
$303.44

Shannon Richardson
$294.45

Gregory Jeffers
$290.35

Mark Reddington
$280.30

Karlton Roberts
527993

Eric Tuttobene
$279.45

Eric Grier

$276.32

Launy Lamar
$267.30

Christine Hartman
$246.99

Danny VanHouten
$242.75

Jeff Churchfield
523430

James Boucher
$204.39

Matthew Wolfanger
$191.82

Lisa Donoghue
$191.25

LEADERSHIP BONUS

Monthly Leadership Bonus

MGAs and the GAs and SAs coded under them are eligible for a monthly Leadership Bonus equal to a percent of the
monthly Net ALP on each Agent under them who meets a minimum production requirement and a Net to Gross
Чоп requirement. The bonus is available on all personal production of Agents, SAs or GAs coded under
ез, There is no maximum number of Agents they can receive a bonus on. Below are the guidelines for
the bonus percentages to be paid based on the contract date of each eligible agent.
ble for 75 percent of the Leadership Bonus for Agents coded under their MGA number.
© The MGA must have a minimum of three “new codes" in а rolling three-month quarter
ө New MGAs (in their first 60 days), can qualify with one “new code" in each of their first two months, Starting with their

third month, they are required to have three "new codes" in а rolling three-month period.
ө A “new code" for this purpose is an Agent who was originally coded to the MGA (transferred Agents are not considered

“new codes") and who have produced a minimum of

+ $6,500 of Net ALP in the first full month and maintained it

9 $8,000 of Net ALP in their fist two full months and maintained it

ө The MGA must have a minimum of three active producing Agents, SAs, or GAs coded to them to be eligible for
the bonus.
© MGA is eligible for the bonus for personal production of GAs coded under them.
© MGA’ personal production is excluded.
GA is eligible for 25 percent of the Leadership Bonus for Agent coded direct to their GA number,
© The СА MGA must have qualified for hisfher portion of the Leadership Bonus.
© GA must have the required Net to Gross ог Retention requirement,
© GA is eligible for the bonus on personal production of SAs coded under them.

© Excludes GAS personal production.
SA is eligible for 25 percent of the Leadership Bonus for Agents coded direct to their SA number.
ө The SAs MGA must have qualified for his/her portion of the Leadership Bonus.
© SA must have the required net to gross or retention requirement,
© Excludes SA's personal production.
ng Agent toward Leadership Bonus?
© The Agent (Producer) must have a minimum of $7,000 Net ALP for the month in order to count toward the
Leadership Bonus.
© The Agent (Producer) must have the required net to gross (from АР&Р report) or retention to be eligible, Net to gross only
will be used through the 8th month. At9 months, 67% retention will be required.
Bonus percentages available based on contract date of Agent (Producer)
- Oto б months from contract date 15 percent (75 percent MGA/25 percent GA or SA) of Net ALP
7-12 months from contract date — 10 percent(75 percent MGA/25 percent GA or SA) of Net ALP
13-24 months from contract date — 5 percent (7Spercent MGA/25 percent GA or SA) of Net ALP
25th month and thereafter 3 percent (75 percent MGA/25 percent GA or SA) of Net ALP
Net to Gross/Retention Requirement for all levels

Starting with the ninth month a 67percent Retention rate is required. Net to Gross requirement for all qualifiers through their
eighth month is based on their contract date. Below are the rates required.

+ First through third months 86 percent Net to Gross is required
Fourth through sixth months 82 percent Net to Gross is required
~ Seventh through eighth months 78 percent Net to Gross is required

Who counts as a qual

SPOTLIGHT JANUARY 2003 в WWWAILIFECOM "

STATE GENERAL AGENTS

Eric Giglione.

Category |

DECEMBER PRODUCTION YEAR TO DATE PRODUCTION

PI [sume] S2 nr Dn [me | T
$329,905 — $168,000 196 — $478,748 $5,032,882 $2,016,000.
163,108. 108,000 151 222,179 1,308,000
659,187 468,000 141 1,171,745 5,544,000
273,200 240,000 114 565,783 2,724,000

1,800,000

Eric Giglione
Larry Geneser
Rick Alig
Scott Smith
David Cohen.

Durhon Oldham.

DECEMBER PRODUCTION YEAR TO DATE PRODUCTION

Ba [one] wear] | [se aea

Durhon Oldham $201915 280 $286,068 809 $2,040,428 $864,000 236 $2,568,208
Giglione-Brister 105418 p ed 105 125323 701 917,832 660000 139
Vlad Basov 95874 — 84000 14 152,490 749 877443 828000 100

Category Ill окнан — YEAR TO DATE PRODUCTION
1st Yr ist Yi
Hà pp

Vic Hancock $92,647 154 $120,136 $494,443 E 165 $633,855
Marc Morton 66,457 a i — 87698 716 — 185071 158 1,487,875
Shashi Parekh* 60673 60000 101 72898 86

Tom Williams 701 181590 720000 224 2332399
Allan Jennings. 675 _ 664417 576000 15 — 788691

^ These SGAS are not eligible for YTD awards because their YTD Percent of Standard does nat represent six months of ful quota. To be considered, an SGA must
‘have six months of fl quota.

SPOTLIGHT JANUARY 2003 WWWCAILIFECOM

STATE GENERAL AGENTS

YEAR TO DATE PRODUCTION

ат а
186 110,959
146 72,643

Rick Altig & Alan Martyn
DECEMBER PRODUCTION YEAR TO DATE PRODUCTION

Net ALP

$109,384 — $36000 304 — $121,930 69.1 5850092 — $432000 — 197 — $1024095
36000 — 154 70008 673 533283 492000 123 92227
5 177,787 — 144000 1238 213956

Marcellus Adams

Category VI DECEMBER PRODUCTION YEAR TO DATE PRODUCTION
1st Yr

| % 0f 1st Yr % Of
Hat sonia | if eue [uo me | ene

$41,020 — $36000 — 114 $108,281 872000 150

Net ALP

Marcellus Adams* $113,364

^ These SGAS are not eligible for YTD awards because their YTD Percent o Standard does nat represent ix months of full quota. To be considered, an SGA must
‘have sic months of al quota.

SPOTLIGHT JANUARY 2003 а WWWAILIFECOM

PR REPRESENTATIVES

PR Manager

Debbie Enstedt
Winnipeg, MB

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